Optimising your best customers’ targets

Optimising your product-service portfolio

Business Unit Executive, Business & Marketing Directors, Entrepreneurs, especially all players that should define business development priorities

2 days. Possible to be individually coached.

Lectures – Experience shared with the participants

Application:

Experienced situations study

Practical tools use

Self-evaluation form

Optimising your targets: customers and offerings

The 3 preconditions:

Understanding your markets
The company’s vision and strategy
Understanding the company’s culture and its involvements
Some extra reflexion leads

Analyzing business results

Identifing the main indicators
Refine the analysis with a correlation between the indicators
Identifing the « contributors » and the « weakest links »

FINDING THE PERFORMANCE KEYS

Optimise customers’ portfolio and define each segment approach

Better exploit your customers’ file
Balance the customers’ portfolio
Develop a prospective vision of your portfolio
Analyse the customers’ portfolio segmentation

Identify what customers give value to:

Valorization matrix of customers’ expectations
Kano diagram
Evaluate your quality level.
Create customer value with your resources optimisation

Define priorities according to customer segment

Appreciate relations with your customers: loyalty matrix

Set up a personal action plan

Participants’self-analysis: strong/perfectible points
Improvement objectives